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The Marketing Book Podcast

Fun, weekly interviews with authors of new marketing and sales books. Named by LinkedIn and Forbes as one of the top marketing and sales podcasts. Hosted by Douglas Burdett, a marketing agency principal, former artillery officer, Madison Avenue ad man, and stand-up comedian.
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Now displaying: February, 2021
Feb 26, 2021

Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!) by David Priemer

When was the last time you enjoyed talking to a salesperson?

While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. While the company―and his entire profession―was acting with more than enough gusto, they lacked emotional awareness and empathy. Put simply: they were not selling the way they buy.

The truth is that, as buyers, we’re not often aware of the pathways and mechanisms by which we make purchasing decisions, and customers aren’t always sure about what they want or need.

In Sell the Way You Buy, Priemer reveals scientifically supported methods of understanding your customer, identifying their needs, and moving them toward the right solution, all while avoiding the behaviors that make the average person dislike salespeople.

Sell the Way You Buy is about much more than putting yourself in the customer’s shoes. It’s about learning how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers in a human way that truly connects. In short: to sell the way you buy.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/sell-way-you-buy-david-priemer

Feb 19, 2021

The Strategy Mindset 2.0: A Practical Guide To The Design and Implementation of Strategy by Dr. Chuck Bamford

According to strategic planning expert Dr. Chuck Bamford, business strategy is a mixture of instinct and instruction. 

You already have the instinct—let Bamford provide the instruction you need to hone your business and leadership traits and lead your organization into a bright future. 

Bamford’s work stands out from other business leadership books by providing in-depth processes in a practical format that allows the reader to use the material immediately. 

Using these as a jumping-off point and a business model navigator, Bamford encourages you to think about your own business leadership skills list and the qualities you want to master. 

By envisioning your ideal customer, crafting true competitive advantages, and understanding how to implement strategy, you can begin honing an identity that will make you stand out in any industry. 

Bamford draws upon lessons from wildly successful organizations in every type of industry to show you how developing a real strategic plan can make a whole lot of change possible.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/strategy-mindset-chuck-bamford

Feb 12, 2021

Stand-out Marketing: How to Differentiate Your Organization in a Sea of Sameness by Stacey Danheiser, Simon Kelly, and Paul Johnston

"How do we get customers to choose us over our competitors?"

In a crowded market, it's imperative to demonstrate that you understand what your customers value and can communicate how you can solve their problems better than the competition.

Stand-out Marketing presents original research that compares the content produced by organizations in a range of sectors which demonstrates that customers are left swimming in a "sea of sameness" by copycat marketing that makes choice difficult.

On the back of this unique and fascinating research, Stand-out Marketing sets out a framework of five competencies for business leaders, marketing, and sales professionals to successfully differentiate themselves from competitors. 

These include seeing the next competitive move, staying in tune with your customers and becoming indispensable to them, activating and evaluating initiatives, as well as building an organizational culture that enables these competencies. 

Featuring interviews with industry experts, tools, and exercises throughout, Stand-out Marketing is an essential resource to help companies stand out, deliver genuine value, and achieve competitive advantage.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/stand-out-marketing-stacey-danheiser

Feb 5, 2021

Cumulative Advantage: How to Build Momentum for your Ideas, Business and Life Against All Odds by Mark Schaefer

At its essence, marketing today is about answering one question: “How can we be heard?” How can we rise above the din of infinite options to create sustainable meaning with an audience or group of customers? Following the old rules of digital engagement is not enough … not nearly enough. Even being "great" is insufficient in the face of overwhelming competition redefining the limits of excellence every day. 

From the best-selling author of KNOWN and Marketing Rebellion comes a practical guidebook built for the modern world. 

Cumulative Advantage demonstrates how the world is stacked against us in big ways and small and provides new ideas to help us build the unstoppable momentum needed to rise above competitive barricades in business, in our careers, and in our lives.

Filled with motivating ideas and fascinating case studies, Cumulative Advantage is an indispensable and practical source of inspiration for every person with a dream that’s ready to take flight. 

You will learn:

  • How the initial advantage that drives momentum comes from everyday ideas.
  • The inside secrets of creating vast awareness for your projects.
  • How to nurture powerful connections that lead to break-through opportunities.
  • Why momentum is driven by the speed, time, and space of a “seam.”
  • How the “certainty of business uncertainty” can be used to your advantage.

Mark Schaefer weaves decades of research and revealing expert views into an entertaining guide to building momentous success in the real-world. 

You’ll never view the world the same way again after learning how initial advantages, seams of opportunity, sonic booms, and the lift from mentors can impact your world in powerful and permanent ways. 

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/cumulative-advantage-mark-schaefer

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